Want More Money? Develop The ‘Right’ Customer Rapport
Let’s face it, we are living in a digital age. We are able to get things faster online than ever before. Though it is convenient as buyers, it can make it difficult for persons who must compete with the internet.
Therefore, developing the ‘right’ customer rapport is essential to be able to compete with companies and individuals who are able to make money on the internet without you even seeing their face. There is a right way and a wrong way. The wrong way is to make it all about you. The right way is about creating win-win situations.
If you are to see an increase in sales and win business, developing the right type of rapport is essential to closing the deal. Many people think that rapport is simply being friendly, but it is not. Customer rapport has more to do with making your client feel comfortable while you identify what their needs are and how you can help them. Building rapport is something that you must learn and practice. It is not overnight. Yet, if you commit to learning how to engage your customers in a way that makes them feel like “people” and that you care, you will be able to stand out and compete in a digital world.
Let’s be honest, if you are in business then you will like to make money. Most business owners are always looking for ways to increase their sales and bottom line. Leadership development helps increase and improve an individuals ability to communicate and connect with others. Building rapport with a customer is one of the most important components of the sales process and creating a good customer experience, and yet, many of us struggle with it.
I will share with you a few tips that I have discovered to in helping my clients better engage their customers to increase their sales and productivity.
1. Be Authentic – ‘No One Likes A Phony’
Have you ever talked to someone and could tell that they were disingenuous about their intentions? How did that make you feel? It would be safe to say that you may have felt that they were wasting your time and wanted them to get over it already. Well, if you aren’t authentic and genuine when you approach a potential customer, that is what they will think about you, “Hurry up!” “Get over it already!”. They will not really pay attention to what you have to say. So be straight forward about your intentions and your conversation. You will gain more respect from the other person and they will appreciate your respect of their time.
2. Ask The “Right” Questions
Asking the right questions take practice but is necessary during the rapport process. The reason I say the “right’ questions, because I am not referring to questions about a baby shower, or birthday party, or who won the game last night. I am referring to asking questions about who they are, the nature of their business, and what types of of concerns they may have. You always want to engage with the ‘right’ questions while building a comfortable conversation environment.
3. Listen
Connect more! Talk less! Be the person that will connect more with your customers and talk less. People want to know that you care and don’t care as much about what you know. Now, this may seem a little out of the box because our instinct is to “talk”. We want to share our features and benefits and all that we offer, but we tend to do that before getting a good idea on how we can serve our client. So, in your next meeting, allow your potential customer to do most of the talking. I have a feeling that you will generate more potential business relationships.
4. Attitude of Gratitude
Always keep an attitude of gratitude. In sales or any profession, that involves one on one customer contact, it can get hard. It is not easy to run a company, department, or a household. Therefore, each day, if you want to be effective as a leader and salesperson, you must decide daily to commit your heart and mind towards an attitude of gratitude. Be grateful for the day. Be grateful for the opportunity. Be grateful for the ability to make a living for your family and to make a positive impact on the world.
I hope you enjoyed this short story based upon the principles of Coaching and Training.
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Lorinda Buckingham
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Lorinda Buckingham is the Creator and Founder of Modern Empowerment, the most effective Leadership Training, and Personal & Professional Development Training and Consulting Company, with the #1 Leadership Training curriculum in the world, with over 15 years of experience, located in Metro Atlanta area in Peachtree City, GA.
We help companies, business owners, salespeople, and individuals who are frustrated with not reaching their business goals & targets, upset about prospecting and how to build rapport to close sales, disappointed about the lack of communication & teamwork, and worried about the high cost of turnover due to bad hires, anxious to eliminate the ‘fear of rejection’ or lack of confidence’, unhappy about the relationships with significant others, concerned about if they will be able to make their sales quotas and bills, and are angry about feeling stuck in an unfulfilling career or job.
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